3建立贸易的关系PPT 转到父目录.ppt

Unit 3 Establishing Business Relations Teaching Objectives: ? Knowledge Requirements: 1 To enhance students’ awareness of the three major channels to find new customers establish business relations； 2 To enable students to become familiar with structural parts and main contents of letters for asking to establish business relations and replies； 3 To enable students to familiarize themselves with the specimen letters given. ? Competence Requirements: To skillfully write structural parts and main contents of letters for asking to establish business relations and replies with conventionalities; Part One Channels to Find New Customers  Establishing business relations with prospective dealers is a primarily important step before a transaction in international trade either for a brand-newly established firm or an already established one that strives to enlarge its business scope and turnover. Spreading trade relations greatly and arranging market network particularly are necessary for exporting commodities and importing advanced equipment, key materials and other commodities needed domestically. Thus, it becomes a priority for dealers to find partners before international transactions. But how could a dealer or businessman secure all necessary information about a brand-new market or prospective business partners? Usually a dealer or businessman may approach its new business counterparts abroad or obtain necessary information through any of the following three channels, i.e., ‘Introduction from a Third Person’, ‘Multimedia or Mass Media’ and ‘Self-Assisted Efforts’, for detailed information see the following table: Part Two Letters for Establishing Business Relations Having approached its new business counterparts abroad or obtained necessary information about prospective dealer through any of the above-mentioned channels, it is the time to discriminate and select among prospective dealers, and then write only to those with sound financial standing and credit rati